Compliance

Question 1

a change that occurs as result of a request

Answer 1

compliance

Question 2

social rule that maintains among other things, that people should return favors and other acts of kindness

Answer 2

norm of reciprocity

Question 3

asking for larger favor first and then retreating to a smaller favor

ex. “meeting someone halfway”

Answer 3

door in face technique

Question 4

offering something at a high price, not allowing them to respond for a couple seconds, then offering a better deal by lowering the price

Answer 4

thats not all technique

Question 5

willingness to comply to larger request after first complying with smaller request
- we like consistency

Answer 5

foot in door technique

Question 6

humans have innate drive to reduce negative moods

• reduced by mood elevating behavior

Answer 6

negative-state relief hypothesis

Question 7

expectation that people will help those who have helped them

• Request in the mail: without a gift 18% donate, with a gift 35% donate

Answer 7

Reciprocity

Question 8

We determine what’s correct by looking to others

Answer 8

social proof

Question 9

things you do not or cannot have become more valuable

Answer 9

scarcity

Question 10

a change in behavior or beliefs as a result of the commands of others in authority

Answer 10

obedience/authority

Question 11

people mimic more with people they like and with people they want to be liked by

Answer 11

liking